The Dilemma With Prospecting

As a salesperson, you can't afford to make one sales call to a prospect and then move on to the next person. Instead, you must make multiple sales calls to the same people, building relationships and increasing awareness of your company's products and services. In a fast-paced world, the art of sales prospecting is more important than ever. Use these tips to make more sales.

Before you start making sales calls or sending emails, you must understand the purpose of your efforts. You shouldn't be trying to close a deal at the end of your very first call or email. Instead, you should focus on building a relationship with your prospective customer. Position yourself as a trustworthy resource who is willing to share information even if it doesn't result in a sale. This helps you build a good reputation, making it more likely that your prospects turn into customers long after you make your first few sales calls.

You must also be proactive about sales prospecting. Don't sit back and wait for potential customers to call you or show up in your office. Attend trade shows or network with the purpose of meeting new contacts and adding them to your CRM database. Follow up on these activities with sales calls to discover what your prospects need. Your efforts may not pay off right away, but you should be well-positioned to make a sale if one of your new contacts decides to make a purchase within a few months of your meeting.

Don't be afraid to give away something for free to the people you contact. Your company might not allow you to give away free products, but you can share your expertise with people when you make sales calls. Answering questions and offering suggestions is a great way to demonstrate your value in the marketplace, especially if you are selling consulting services. If you own your own business, consider putting together a free report or case study to demonstrate what you can do for prospects if they pay for your services.

Make more sales by asking prospects to imagine how they would use your products or services in their businesses. If you sell an expensive software program, for example, ask prospects to imagine how much easier their work would be if they didn't have to search for data manually or spend hours compiling reports that your software package creates in minutes. End your sales calls by asking prospects to let you know if they would like to schedule a product demonstration.

The sales field has evolved, but the fundamentals are still the same. You must identify your prospect's needs, offer targeted solutions to common problems in your industry and provide excellent service after the sale. Keep these tips in mind as you make sales calls, and there's a good chance your sales will increase.

Photo courtesy of Stuart Miles at FreeDigitalPhotos.net